This workshop provides you with an interactive approach to negotiations. The skills you acquire will help you in your role as mediator and negotiator as well as in your day-to-day responsibilities.

Course Outline

COURSE TITLE
NEGOTIATING FOR RESULTS
OVERVIEW

Business professionals who can master the art of negotiation find they can save time, save money, develop a higher degree of satisfaction with outcomes, at home and at work, and earn greater respect in the workplace.

Negotiating is a fundamental fact of life at every level. Whether you are working on a project or fulfilling normal support duties, this workshop will provide you with a basic comfort level to negotiations with both internal and external clients. This workshop provides you with an interactive approach to negotiations. The skills you acquire will help you in your role as mediator and negotiator as well as in your day-to-day responsibilities. You will be encouraged to focus on interests rather than positions, so you can develop relationships of mutual trust, fairness and respect for one another. This is a common-sense approach based upon developing a balanced and lasting partnership to solve workplace problems. This interactive workshop includes techniques to promote effective communications, emphasizes problem-solving, and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

LEARNING OBJECTIVES

Participants will:

Understand how often we all negotiate and the benefits of good negotiation skills

Recognize the importance of preparing for the negotiation process, regardless of the circumstances

Identify the various negotiation styles, their advantages and disadvantages

Develop strategies for dealing with tough or unfair tactics

Gain skill in developing alternatives and recognizing options

Have the opportunity to practice the “how to” of these skills in a supportive environment

COURSE OUTLINE

What is Negotiation?

Types of Negotiators

Positional Bargaining

Hard vs. soft negotiating

Problems with positional bargaining

Alternatives to positional bargaining

The Successful Negotiator

Negotiation Essentials

Preparation

Organization

Hot Buttons

BATNA

WAP

Preparing for Negotiation

Inventing Options for Mutual Gain

Fear

Humiliation

Rejection

Loss of Power

Failure

Negotiating Challenges

Dealing with Negative Emotions

METHODOLOGY

Large group discussions

Small group discussion and exercises

Individual exercises and practice sessions

Lecturettes

Simulations / Role-plays / Live Practice

WHO SHOULD ATTEND

Current or Aspiring Managers, Supervisors, Team Leaders

PRE-REQUISITES

Completed pre-assignment

DURATION

1 Day

CLASS SIZE

.6 – 10

Prerequisites & Certificates

Pre-Requisites

Certificates offered

MANUALS / CERTIFICATESAll program fees include a manual on CD complete with self study lessons. Course manuals can be purchased for an additional fee and are dependent on subject and level. The manual fee is a passed through cost to our clients.Upon completion of the each program each participant will receive a certificate of completion.PARKINGParking is available for our students at the rear of the building.Please, donít park in the reserved parking spaces around the building, your car will be tagged and/or towed away.BREAKS AND LUNCHOur courses run between 9:00AM Ė 4:00PM. There are two 15 minutes coffee breaks: one at 10:30AM and the other are at 2:30PM. The lunch break is between 12:00AM and 1:00PM.REFRESHMENTSCoffee and suitable drinks are provided by us during the course. There are numerous restaurants and take-out places in the area, or you may prefer to bring your own lunch and enjoy it on site. Microwave and fridge available.

Cancellation Policy

Commitment of resources and industry standards require that we be notified of any cancellation. As such, you may reschedule any training course up to five (5) working days before the actual training date. Simply call us, and we send you a new registration confirmation without extra charge. If training is rescheduled less than five (5) working days before the training date, a rescheduling fee of 50% of the course fee will be invoiced.

The latest time we accept rescheduling is until noon on the working day before
the training date. "No-shows" without prior notification are charged as if you had attended the course. There are no refunds. We reserve the right to cancel any course and reschedule if attendance is not sufficient to run the course. In this case you will be notified, usually five (5) working days or more prior to the
training day and the training is rescheduled.